When it comes to sales, you have to have a sense of urgency. It’s important to understand that time is your capital and every second counts. Many salespeople are not reaching their full potential because they simply waste time. Sure, they could look very busy but a lot of that busyness is just unproductive time.
We have all heard the phrase “Time is money.“ When it comes to sales, there is so much truth in that. Every minute a salesperson spends not engaging and talking to prospects represents lost revenue.
I have found for me that time management is all about discipline. The top salespeople learn how to master and incorporate that into their daily routines.
This applies to life as well. How much of your day is spent on things that are not going to help you achieve your goals? Do you find yourself watching too much TV? For me, I have found that TV is just a distraction that gets in the way of me achieving my goals. The same goes for social media. Yes, we can use that to promote our business but many people spend hours and hours on social media observing how other people supposedly are enjoying their lives.
If your goal is to be a top sales performer, please understand that every second matters. Here are a few tips to help you.
1) Be fully prepared
It’s the little things that make a big difference. So many people start their day disorganized and they waste time putting things together at the last minute. If you’re not doing this already, start and prepare your day the night before. Make sure your gas tank is full. Have your outfit ready the night before. Make sure that all of your sales material is organized and you are ready to present to your prospects. Know exactly where you are going the night before so the moment you walk out the door, you jump into your car and you are 100% prepared to meet your prospects.
2) Build momentum
Understand that every second you have out there in the field matters. So many representatives waste time by taking breaks.
Momentum is powerful and once you have it, you don’t want to lose it. Use the positive flow of energy and confidence that you are gaining and keep looking for new prospects.
For myself, I understand that I have a certain amount of time in the field and I never take a lunch break. I always bring a lunch with me and have snacks which keep me going throughout the day. For those of you taking 45 minute lunch breaks, can you imagine how many prospects you can speak to in 45 minutes? Yes, every second counts! Don’t waste time.
Some salespeople unfortunately become professional visitors. They spend too much time with non-prospects. The moment I find that I’m not going to write a merchant, I am out the door. The time you waste with the wrong person stops you from finding the right merchant that needs your help.
3) Repeat the things that made you successful
Too many salespeople are trying to reinvent the wheel, constantly looking for the new magic tricks on how to become successful.
Review your won and lost opportunities and find out what has been proven success for you.
You will find that keeping it simple is very important. You will also find that success is all about making every second count. Look at your schedule and start eliminating the things that are just time wasters. You will be amazed how much extra time you have. Start developing a philosophy of making every second count.
Having success in sales requires the ability to complete a multitude of tasks each day. Top salespeople make time management a priority. My goal is to give all of you the necessary tools that you need to get organized, build a plan, and stay focused.
Remember, time is your capital, make sure you invest every second wisely. Have a super successful productive week! Are you ready to take it to the next level?
RICH NORTON
Regional Sales Manager RMS
Photo by Aron Visuals on Unsplash
